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How can I, as a technical guy, help drive sales for my company?
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- Caty Kobe
Run a free class for your clients to attend in your office. Maybe a security topic or cool technology.
We are a combination of a web design/web hosting company and a hosted solutions provider for Microsoft products such as Exchange, SharePoint, and Office Communications Server.
Jay
Jay, the most important thing is learn how to communicate the key business benefits to potential customers. Before presenting to any prospect, learn about their business pains and goals. Then, translate your technical offerings into language that clearly demonstrates to the customer how your company will help their business.
Understand the audience and then communicate clearly. If you can do those things, which is easier said than done, you will become a tremendous sales resource.
As a technical guy for the past 30 years I have learned that technicians are, by nature, not salespeople. We have trouble with the sales tag lines and we sound all wrong when we try sales-speak.
So here's two ways I was able to increase sales for companies I worked for:
1. Show Concern: Really want to help each customer, not because it's your job, but because you want them to get better and you want them to use technology in the way that works best for their company. Customers can tell the difference between "I'm just here to do my job" and "how can I help?". Once they're convinced you really want to help (it may take time) they will open up and tell you what works and what doesn't and ask what else you can do for them.
2. Look for things: When you work for a customer, keep you head up and look for other opportunities. You are the likely the "guy on the front line" and if you're doing point 1 then you have the unique opportunity to notice other things that could be done. Then you can say, "Hey, I notice that . . . {something}, is that something we can help with?" You don't have to do the sale after that, you can hand it off to the sales team, but you open the door.
These two points will allow you to help your company make sales - without being the salesperson. It's worked for me throughout my career.
In a nutshell I think Steven Covey I think said it the most succinctly (7 Habits book): "You must have Character and Competence". That is, genuinely be concerned, know your stuff.
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Related Activity
I love you asking that question. The fact is that we all have the power to influence and in doing so can help to sell solutions that your company sells.
Technical people have a significant advantage over sales people, in that they are the trusted adviser. As a technical person you understand the technology, have implemented and serviced solutions for other companies and are viewed as impartial and unbiased.
Use that to your advantage. By understanding the customer, opening the lines of communication and by sharing your knowledge, expertise and experience you are well positioned to help generate opportunities for your company.
Since the best source of new business comes from current customers and the fact that you are helping current customers solve problems every day, who better to influence the choices they make than you the technical guy :)
Kevin Watson
Managing Partner, Chief Operating Officer
Mathews Michaels